The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

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Sinopsis

The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald

Episodios

  • TSE 1033: How To Turn A No, To A Maybe To A YES!

    19/02/2019 Duración: 29min

    As sales reps, we all want to know how to turn a ‘No,’ to a ‘Maybe,’ to a ‘Yes!’ Tamara Thompson is the owner of a creative video production company that brings compelling stories and brands to life; from events to influencers to business owners. It is for those who need marketing assistance or who seek to broadcast their authority across different social media platforms. Video is her forte’. She is very passionate about it and has directed several documentaries. Tamara started using a video camera at the age of 7 and followed her dream into film school before launching her own business, Serious Take Productions, in 2012. She is now focused on building her sub-brand, Broadcast your Authority, to help empower more female business owners – from taking the stage, to gaining media exposure, to implementing video that will attract and keep attention. Tamara knows full well that receiving a ‘No’ in sales is inevitable. She used to take it personally until she read The Four Agreements, a book which she credits with

  • TSE 1032: Why AT&T Customer Service Caused Me To Switch Providers

    18/02/2019 Duración: 15min

    On today's episode, I share why sellers must stay focused on their customers, and why AT&T customer service caused me to switch providers. My phone was disconnected. I couldn’t receive calls from my clients or from my family. This episode goes beyond sales and is more than just another episode. People matter Salespeople sometimes forget that people matter, so let my experience with a disconnected phone serve as a direct reminder about the need for quality customer service. Too often, large companies don’t seem to care about small individuals. As such, I feel a moral obligation to use my platform to share this incident so that others may benefit from my experience. Brand loyalty I remember back in 6th grade when my mom got me a pager from BellSouth. I felt like the coolest kid on campus. My friends could reach out to me and I could send messages to them; it was all very exciting. I got my first prepaid cell phone in 7th grade, also from BellSouth. I became an AT&T customer when they acquired BellSouth

  • TSE 1031: Show Our Customers Love Through Effective Onboarding

    15/02/2019 Duración: 36min

    As sales reps, we often forget that we can show our customers love through effective onboarding. We invest so much of our focus on getting new customers that we don’t necessarily think about how we can deliver an awesome experience once they’ve committed. Jamie Masters has been a business coach for over 10 years. She has interviewed close to 500 millionaires and billionaires in business in order to learn what they actually do, as opposed to what is written about them in books. As a result, she has extensive knowledge about how successful people run their businesses. THE NITTY-GRITTY DETAILS She says business is never pretty and certainly never perfect. But there are many cool ways, she has learned, to make the nitty-gritty details easier, better, and less stressful. Many entrepreneurs and salespersons are visionary, big-idea thinkers who sometimes find themselves frustrated when they try to implement their ideas. It is imperative that they find someone who can help accomplish all the minor details; to help wi

  • TSE 1029: Sales From The Street: "Be Bold, Take Action"

    14/02/2019 Duración: 32min

    As entrepreneurs, many of us run into difficulty, especially when we are just starting out. The key is tobe bold and take action. Dr. Tye Caldwell is the CEO, co-founder, and visionary behind the success of ShearShare. Realizing what the future could hold for both the beauty and barber industries, he created a platform for licensed professionals to move from working in their homes to working in salons, barber shops, and spas. This created not only opportunities to work in places where they could be classically trained, but created an opportunity for increased income as well. Dr. Caldwell has been in the industry for 25 years. He’s an instructor with a doctorate degree in professional barbering and cosmetology and co-owner of an award-winning salon. Dr. Caldwell is also the author of Mentored by Failure, a best-selling book about how to be successful in the industry. CHANGING DYNAMICS When he approached his wife, Courtney, with the idea for ShearShare, she admits to being hesitant. He reminded her how they use

  • TSE 1030: TSE Certified Sales Training Program - "Emotional Connections"

    14/02/2019 Duración: 12min

    Emotional connections are an important part of life but sometimes sales professionals forget that those emotional experiences can help us make genuine connections with our prospects. In some cases, those emotional connections can help us close more deals. On Valentine’s Day, we’re sharing some ideas for ways that you can build emotional connections with your prospects. TSE CERTIFIED SALES TRAINING PROGRAM The TSE Certified Sales Training Program began as a result of my inexperience as a seller. I wasn’t a great sales rep, but I went through training that transformed me. I created TSE Hustler’s League, which was my own version of a sales training program. Since then, that program has evolved into the TSECSP. You can take the course alone or with a group to gain from group coaching. The new semester will begin in April. CONNECTING WITH BUYERS Salespeople often overlook the importance of connecting with buyers on an emotional level.   People make decisions emotionally, but they justify them logically. #Emotiona

  • TSE 1028: Your Customer Journey Starts with the Prospect Experience

    12/02/2019 Duración: 32min

    So often, as sales reps, we neglect to realize that the customer journey starts with the prospect experience. Sean McDade, PhD, is the founder and CEO of PeopleMetrics; a software and services company that helps organizations measure and create a better customer experience by listening to their customers and prospects.  Sean is also the author of “Listen or Die: 40 Lessons that turn Customer Feedback into Gold,” a book about how to listen to your customers, clients and prospects in order to create a better experience for them. CUSTOMER EXPERIENCE Any time that a company interacts with a customer or prospect, they are providing a customer experience. It could be a digital experience on a website, an in-person experience through a meeting with a sales rep, or customer experiences via contact centers or online chats. A great company is one that consciously manages those interactions to create positive experiences for their customers. As a sales rep, the experience you give to your prospects is very important. Th

  • TSE 1027: 3 Simple Things You Can Do To Offer Exceptional Customer Experiences

    11/02/2019 Duración: 13min

    When you’re working to stand out from the pack, there are 3 simple things you can do to offer exceptional customer experiences. In this day and age, it is easier now that ever before to stand out by offering a great experience because so many others, quite frankly, are not. We can get almost anything we want quickly and easily. That focus on speed, however, eventually causes the quality of the customer experience to decline. Think about it. So many organizations focus on speed in order to beat their competition or to attain the numbers, that they neglect to put their customers first. While it is certainly possible to have both, it takes effort. The bar has been set low today. When we focus on the speed at which we deliver our product or service, or focus only on finding and getting new customers, we neglect the people we already have.   THE BUCKET ANALOGY We neglect the people we already have that are easier to sell to … the ones who can give us referrals … the ones we can upsell ….We neglect them and waste o

  • TSE 1026: How To Do High Quality Customer Interviews

    08/02/2019 Duración: 33min

    Sellers must understand what drives their customers and their core needs in order to help them be more effective, and conducting high-quality customer interviews is an important piece in that process. Hannah Shamji is a conversion copywriter who has a degree in Psychology and training in counseling. She likes to merge her understanding of human behavior through customer research with producing an effective customer interview. It brings about accurate feedback and insight and provides a valuable asset to your business.         CHALLENGES OF CUSTOMER INTERVIEWS Focus groups are a popular way of conducting interviews, but Hannah has found them to be time-consuming and not very effective in getting pure, unbiased answers. When we ask the wrong questions, we often get empty answers. There are time constraints in creating the right questions to ask. There is a difference in just writing a question and coming up with a question that sparks the emotions of the customer to draw out the purity of their response. WHY DO

  • TSE 1025: TSE Certified Sales Training Program: "Give Them Your All"

    07/02/2019 Duración: 22min

    One of the best ways to show your appreciation for your customers and provide value to them is to give them your all. Tiffany Southerland is a career confidence coach who works with both young, and experienced, professionals who are ready to make their career mark on the world and who want to increase their fulfillment in the work they do each day. She helps individuals evolve, thrive, and perform to the best of their ability. A business cannot exist without clients, so it is crucial to have a solid relationship with your buyers. Tiffany serves individuals one-on-one in a group setting and believes that, if they are not happy - if they have not improved or realized results - she has not done her job. It is, therefore, very important for the success of her business that she continually better herself in order to do better for her clients. The goal is not to simply make more money but rather to help the clients. A salesperson who pushes her own agenda over the needs of her clients is likely to lose those client

  • TSE 1024: Sales From The Street: "Selling To Everyone"

    06/02/2019 Duración: 20min

    Selling a product or service that expands across multiple industries is possible when we realize that selling to everyone takes a team effort. Phil Sweeney worked in sales while in college because he enjoyed talking with people and problem-solving. Now, just two years after graduating, Phil is still working for Negotiatus, a fast-growing tech start-up business he first joined while in school. There were only a handful of employees when Phil first signed on. Now they are at 60 employees and Phil is loving every minute of it. SELLING TO EVERYONE It was exciting, as a salesperson, to have totally green fields ahead in terms of being able to work with, and sell to, any company. Phil had to quickly learn how not overextend himself. He had to learn how to hone in on the ideal customer profile. He had to understand who had the biggest need for the platforms he offers. When Phil first joined the sales team in its infancy, the company really could sell to everyone. It was a huge undertaking. They were also faced with

  • TSE 1023: Generating Business Referrals...Without Asking

    05/02/2019 Duración: 36min

    When you bring value to customers and care for your clients, you’ve taken an important first step toward generating business referrals… without asking. Stacey Brown Randall considers herself a contrarian in the sales world, because she believes that if you’re asking for referrals, you’re doing it wrong. She helps small business owners and solopreneurs generate referrals and she dispels myths about referrals. She didn’t set out to focus on referrals, but after her first business failed, she discovered that business owners have to figure out how to touch business development every day. You also have to figure out the ways in which you’re willing to do it. TONS OF OPTIONS Sellers have countless options for bringing in clients and prospects to their pipelines, but they have to be options that the sellers are willing to do day-in, day-out. When her own business failed, she asked herself what went wrong. Although there was more than one mistake along the way, she realized that she never figured out how to fill her

  • TSE 1022: The Redheaded Stepbrother of Sales...Client Success

    04/02/2019 Duración: 13min

    The Red-headed Step Brother of Sales … Client Success; we don’t pay attention to it. But, we should. There were times, growing up in Jamaica when we would have issues with getting water into our house. The pressure wouldn’t be strong enough or a pipe would burst, and we would have to take buckets down to the community water source and haul them back home. Imagine me, Little Donald, carrying a bucket of water a quarter mile each way …and I’m sure I filled that bucket to the very top. Naturally, some will spill out as you walk along, but imagine my surprise to see the bucket only half-full when I got home … A small crack in the bucket caused me to lose most of it. What incentive would I have to go back for more? I needed to fix that bucket. Client success is the same way. Nobody pays attention to it but it is critical to the organization’s success. CLIENT SUCCESS Client success is the function of a company responsible for maintaining the relationship between the client and you, the vendor. The goal of client su

  • TSE 1021: The Value of Giving Prospects Hands-on Control During Presentations and Leave-Behind

    01/02/2019 Duración: 26min

    What is the value of giving prospects hands-on control during presentations and leave behinds? Zvi Guterman, founder and CEO of CloudShare, is here today to tell us. CloudShare is a cloud company providing IT labs as a service mainly for IT training, IT sales enablement, and sandboxing, all in the cloud. Like most entrepreneurs, Zvi got the idea for CloudShare when faced with a problem that needed a solution. In previous positions, there was always a point in the sales process when Zvi needed to build a demo or training talk. When he realized how much time and work he was spending to build that infrastructure, as opposed to actually doing the demo and closing the deal, he knew there had to be a better way. He looked but couldn’t find a service to create labs for him, so he decided to create that service. Ten years and $30 million later, Zvi has seen a lot. HANDS-ON CONTROL DURING PRESENTATIONS Zvi learned from working with his customers and users that, once a prospect is given a hands-on experience, the level

  • TSE 1020: TSE Certified Sales Training Program - "Understanding & Managing Fear"

    31/01/2019 Duración: 36min

    If we allow it to, fear can hold us back and dominate our lives, but if we focus instead on understanding and managing fear, we can identify the source of our fear and we can improve our own performance. Kristy Ellington shares today why she believes that being fearless is a myth, and how she overcame years-old fears to unlock improved performance in her own job. Fearless Being fearless is a myth because the truth is that everyone experiences fear. Fear doesn't simply infect one section of our lives, but rather every part. We get caught up in our thoughts and emotions, and fear keeps us from doing the things we want or need to do to get to the next level. Fear causes us to focus inward instead of focusing on the client, which is really detrimental in sales. As sellers, we want to focus on our clients and how we can connect with them, but fear keeps us focused on how they perceive us, and whether they are judging us, and how we look to them. Fight or flight Fear triggers our natural fight-or-flight instinct, w

  • TSE 1019: Sales From The Street: "Fear and Mental Toughness"

    30/01/2019 Duración: 24min

    Salespeople need mental toughness to weather all the ups and downs of the industry, as well as the pressures and difficulties when things aren’t going well. Sometimes clients choose another seller. Sometimes a customer ends the relationship. In other cases, we do everything we’re supposed to do, and the deal still won’t close. Today Ian Wendt talks with us about one of the most difficult moments in his career and how he got through it and continued his journey. TEACHING INSTEAD OF SELLING Sales is full of challenges, and it requires a certain amount of self-motivation. For Ian, though, the greatest challenge was when he decided that he didn’t want to knock on doors. He realized that while he was really good at selling, he was even more valuable as a teacher. He needed to find a way to make himself valuable enough that he could teach other people how to sell and how to be mentally tough, which was what he was really passionate about. It’s sometimes tough for people to build a sales career that doesn’t involve

  • TSE 1018: Where's My Mentor?

    29/01/2019 Duración: 32min

    Many of us in sales have jumped into companies without a training process or guidance; we find ourselves winging it and wondering, “Where’s my mentor?” Aaron Walker started in the business when he was 18 years old. At the age of 27, he sold to a Fortune 500 company and retired. Eighteen months later, his wife told him he was becoming fat and lazy; so he went back to work, purchased the company he first started and grew it four times in 10 years. It was all fun until the unimaginable happened in August 2001. Aaron accidentally killed a pedestrian with his car. It changed his life. He sold the business and spent the next five years learning how to deal with the tragedy. CHANGING HIS LEGACY In the process, he realized that his financial success lacked significance. He didn’t want his legacy to be “‘enough money to retire at the age of 27.” Nobody cares. He wanted to make a change. He decided to spend his life encouraging and edifying others. Aaron changed the way he did business. He started looking outward more

  • TSE 1017: Don't Treat Prospects Like a Number

    28/01/2019 Duración: 13min

    If you've been guilty of bulldozing your prospects or being rude or uncaring, today must be the day you change your mindset: Don't treat prospects like a number. Although numbers are important to those of us who work in sales, we can't let them become our primary focus. They can help us measure our success and determine our strengths and weaknesses, but we can't reduce our prospects to a number. Find the balance Some organizations focus so little on numbers that they don't have any way to replicate their successes. They have no idea how many calls it takes to get to the right customer. They have no idea of their conversion rate. On the other hand, some organizations are so focused on the numbers that it becomes the primary focus of their work. As a result, they often sacrifice quality in the name of numbers. Do not lose track of the people in the process. My wife got a call from a traditional seller in a traditional selling situation last week: he knew nothing about the company except the name and the phone n

  • TSE 1016: How to Deal With The Pressure of Hitting Your Quarterly Number

    25/01/2019 Duración: 28min

    We’ve all experienced that sinking feeling in sales as we near the end of another month … so how do you deal with the pressure of hitting your quarterly number? It’s not easy, especially without the proper guidance. Brian Manning, SVP & Head of Growth at PatientPing, works to help startups grow their ideas and he is here today to share insight on how to deal with the pressure of hitting your quarterly numbers. PatientPing is a care coordination platform that helps healthcare providers collaborate with one another on shared platforms. Brian has been with PatientPing for three years now. He oversees their sales, marketing, government affairs, and partnerships. From a sales leader standpoint, Brian thinks of quarterly numbers in terms of the Annual Recurring Revenue (ARR) for each layer of the business: the overall company ARR, the sales team ARR and the individual sales rep ARR. WILL, SHOULD, COULD Sales reps often feel the pressure to perform and, as a leader, Brian likes to have his reps 3x their pipeline

  • TSE 1015: TSE Certified Sales Training Program - "Lack of Confidence"

    24/01/2019 Duración: 16min

    One of my favorite topics to talk about is lack of confidence and the challenges and fear that come along with it; and, more specifically, how we can overcome it. Paul Carswell was the salaried manager of a Sherwin-Williams storefront for many years before transitioning in 2018 to become an independent Medicare Insurance Specialist. He works with clients ages 65+ to help them and to bring value to their community.   Surviving on a 100% commission-based income took some getting used to. Instead of clients walking into the store, Paul had to learn how to make calls and set appointments. In order to educate potential clients on the complexities of the Medicare system, Paul also hosts educational events in the community. He uses podcasts like this one to reach out to as many people as possible. Such events help people to realize that his primary goal is to help the community rather than to simply earn a paycheck. LACK OF CONFIDENCE Moving from a salaried position to a commission-based position certainly caused so

  • TSE 1014: Sales From The Street: "New Rejection"

    23/01/2019 Duración: 17min

    As salespeople, we’ve all faced new rejection. It feels like a punch in the gut every time. It can sometimes make you question if you should even stay in the business.   Kevin Yee knows what I’m talking about. Rejection is especially hard to handle when you are new to it as Kevin was. Kevin left the pharmacy industry and now runs a high ticket closing agency of about ten team members working with B2B and B2C clients. It was risky move but after attending a sales training course, Kevin was highly motivated. He was excited to start making calls but terrified at the same time. He knew he lacked experience and that affected his confidence. Kevin wanted clients but he wasn’t sure if he was really going to be able to help them. Intellectually, he knew he could work hard and figure things out but he remained insecure. THE WRONG FOCUS He was so focused on those insecurities, that within moments, his first client had control of the call. Looking back, Kevin realizes he was trying to be someone that he wasn’t. He is na

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